On this episode, I’m cutting right to the chase: if you’re an insurance professional putting your head in the sand on this whole AI thing, you are about to get run over.

I’m not saying that to be a doomsayer, but to be real with you: this is going to change how you do business, whether you like it or not.

I’ll break down exactly how you can use AI to your advantage, especially when it comes to your marketing. The excuses for not knowing what to say or where to say it are officially over. This is your chance to get ahead while everyone else waits.

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Video Transcript:

This transcript was auto-generated. Please excuse any typos or grammatical errors.

Once you know here who your ideal client profile is, you now have literally your world at your fingertips. By using AI to help craft all of the marketing, you will ever need to get the right attention, whether that be on social media, webinars, podcasting, emails, public speaking. I don’t care what it is. You might mindset.

Hey hey, welcome back to the Accelerate Your Insurance Sales podcast. Andy Neary here, founder and CEO of Complete Game Consulting. How are you doing today? We are going to focus on AI. Yeah, I’ve been feeling a lot of questions about artificial intelligence, how we’re using it. In fact, one of our elite members inside our slack group asked that question this week of, you know, what are some of the AI strategies you’re using to grow your business?

So I thought I would dedicate an episode to it. Last week, I was delivering a keynote talk in Kansas City to the, Employee Benefit Professionals Association of KC, and I made a comment in the talk that I want to expand on for this episode. You know, this is a this was a room full of health insurance professionals.

And I said, you know, what’s really interesting right now is if you look back at the last 20 years of the health insurance industry, we went through the Great Recession of oh eight pretty unscathed as an industry. And I think for a lot of people, it made us feel like we were recession proof. And then March 23rd, 2010 came around, the introduction and the announcement of the Affordable Care Act.

You know, that obviously we spent years, I’m battling or competing with the ACA. But you know what? Overall, as an industry, we’ve come through pretty well. And it’s easy to feel like, yep, we are also ACA proof. But I am here to tell you if you’re going to put your head in the sand on this, I think you’re about to get run over.

And I don’t say that to be a doomsayer, but it’s just the reality. This thing is going to affect the way you do business, whether you like it or not. Now, if you’re tuning in, you’ve been in the industry for 35 years. You’re 3 or 4 years away from retiring. Okay, maybe take this episode with a grain of salt, maybe turn it off.

But if you still have, plenty of years to go in the industry, you better listen to this one pretty clearly. Because AI is coming for your job. It’s coming for all our jobs. And I think when I look at the industry number one with AI, before I dive into how we’re using it and some suggestions, I have for you where I think air is really going to disrupt the health insurance or just the insurance industry at large is number one.

I think if, if I’m an account exec or an account manager right now, my job’s in jeopardy a bit, because AI is going to be able to do a lot of the day to day things that we take pride in, that we argue, show our value to the client. AI is going to be able to do that, better than we are, because it doesn’t take vacations.

It doesn’t come to the office pissed off or with emotions, and I just works every day. So that’s number one. Number two, as a producer, quite frankly, I think I could disrupt, how well producers get paid because it won’t be long until your agency is actually using AI to prospect an open doors for you. Therefore, the value or the job of the producers just to close the doors that are already open.

Which means if I own an agency, I probably don’t have to pay producers as much as I used to. So there’s just going to be a lot of ways AI is just going to disrupt how we do business in this industry. And let’s be honest, this is an industry that’s very proud of the past. It’s very proud of the way we’ve done things for decades.

And it is about to get real. So why don’t we use it to our advantage? And that’s what I want to help you do today, is just talk about how I can. It can be used for good, especially in your business. And where I really want to focus today is how you can use it to grow your business.

You know, when when I think about how we work with insurance professionals in the industry today, everything we do to help somebody grow their agency or grow their book of business comes back to being able to clearly answer three questions. And that is, who are you talking to? What are you saying and where are you saying it? All good marketing and sales starts with those three questions.

And when you look at the modern day insurance sales cycle, a lot of things have changed. And some areas that have evolved, some parts of the sales cycle that have evolved over the years include. Number one, you have to build awareness with prospects who don’t quite know you exist yet. That’s number one. The days of just cold calling a bunch of people who have no clue who you are.

I understand there’s very unique situations where people have had a lot of success with that, but by and large, most people are not. Most advisors are having zero success doing that. So you have to build awareness with people first. So we’re going to talk about how I can be leveraged for that. Second of all, you have to create exponential awareness today.

You have to make sure your prospects are seeing you everywhere. Because the more they see you, the more they build trust with you, because you’re building likability and credibility. And you’ve heard me say this plenty of times, it’s never been easier to walk into a meeting with a prospect for the first time and have somebody trust you who’s never met you.

If you do it the right way. And then when you have the door open, you still have to find ways to build credibility throughout the sales process so you can turn that prospect into a high value client. And this is where a lot of advisors get stuck, is when it comes to how do I, building awareness. They don’t know where to start.

Andy how do I do it? What do I say? Where do I say it? And then when it comes to the sales side of things, when the door is opened, a lot of advisors are getting stuck on creating a process to help guide a prospect through that to the finish line. So that’s what I want to talk about today is I how does I allow you to leverage that at scale?

So if we bring it back to the three questions I started with, which is who are you talking to? What are you saying and where are you saying it? In order to use AI to grow your marketing and sales, you have to get clear on those three questions. And when I look at our curriculum and how we work with insurance professionals, you know, who are you talking to that’s your ideal client profile or what we might refer to as your ICP.

Do you know who your ideal prospect is? Have you taken the time to really break down? Who is your best fit? The best place to start is to look at your book of business today and say, who’s my favorite client today? Right? Who’s your favorite client today? And then dig into why they’re such a good client for you.

You see, when we walk our clients through our exercise, we call the five star prospect Profile. We have them answer five questions. Who’s your favorite? Why are they your favorite? And to do that, you have to break them down two ways demographics and psychographics. What problem are you best positioned to solve? This is your subject matter your area of subject expertise.

What is the one problem you are best positioned to solve? That’s very important. What’s your process for solving it? That’s question number four. And then what result does your process create. That’s our five star prospect profile. Because if you’re going to have success marketing today you got to be very clear about who you want to go after and who’s going to let you do your best work.

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The what are you going to say to them? And I’m going to walk you through a couple things there. We use our four pillars of compounding credibility. They’re number one. What makes you unique? Two what do you want to be known for? Three who are your top prospects today? And four, what can you teach them to give them the confidence to hire you?

That’s our four pillars of compounding credibility. What makes you unique? So what’s going to help you stand out? What do you want to be known for, by the way, that is very closely aligned to what problem are you best position to solve? Who are your top prospects that you’d like to get in front of right now, and what do you need to teach them to give them the confidence to hire you?

That’s how you build credibility, is you build awareness by teaching. And we’re going to talk about how I can can help you there. And then the last question is where are you going to say it? Where are you saying it? And this is where exponential awareness is built. If you’re not leveraging platforms like social media, and I’d say primarily LinkedIn and YouTube, if you are in the business to business world, webinars, podcasts, if you don’t have one today might be want something you consider public speaking opportunities email campaigns these are all opportunities to build exponential awareness.

And so when I say when I look at all right, with all that being said, how do you leverage AI to make your marketing and sales easier? It’s never been easier to do this if you have the right information. You see, the thing about artificial intelligence is it is the great equalizer. It has leveled the playing field in so many ways.

However. What’s going to separate one from another in how they use AI is what information they’re prompting AI to create a specific type of output. So the garbage in, garbage out rule really applies with artificial intelligence. What you prompt it is going to dictate how good the output is. And that’s what I want to focus on for you.

To help you use AI to build a very effective marketing strategy. By the way, one of the fastest growing jobs in the next five years in any industry, including insurance, is going to be a prompt engineer. Your agency will have somebody inside the office who is dedicated as a prompt engineer, prompting AI to create the kind of output that’s going to help you grow your business.

So how do you use it to leverage good marketing into attracting the right people? Well, if you know who your ideal client profile is, you know what they look like. You know what kind of business they have. You know who they are demographically and psychographics. You know the problem. Your best position to serve. You’re going to be able to prompt chat to do anything you want it to do.

So let’s start with social media. If you’re stuck right now, not quite sure what kind of content you should be creating for social media. For LinkedIn, you start with your ICP. What I would be doing right now if I were you as I would be going to chat. Perplexity, clod. Whatever tool you’re using, I know on chat you can actually save projects and I would create a specific prompt for your ICP.

I would feed chat who your ICP is, what do they look like? What kind of business do they have? How many, how big are they? What area they located in? Why are they a good fit cycle? Graphically, because they challenge you. They’re open to new ideas. Literally define as well as you can who your ideal client profile is.

And then I would also feed chat what problem you are best positioned to serve. I would feed it the process you use to help solve the problem, your best position to solve and I would feed it the result you create when you help clients solve this specific problem. My point is, if you prompt chat and who your ICP is, what problem your best position to solve, the process you use to solve it, and the results you create for your best clients, you’re now in position to create any kind of marketing you want.

Let’s start with a LinkedIn post. If you wanted to create a LinkedIn post that’s going to educate your top prospect, go back to our four pillars of compounding credibility. What’s the problem? You love to solve? Who are your top prospects and what content do you need to teach them to give them the confidence to hire you? Well, now that you have your ideal client profile plugged in chat, you just prompt it to create a specific post post on a topic that you know your top prospects need to hear, and it’s going to help you create a great piece of content.

There are no more excuses anymore. Now you want to turn that into a video script. Ask chat, create a video script for you on that specific topic. You want to create a LinkedIn newsletter? Ask chat. Create a LinkedIn newsletter for you. It has never been easier to create content for your ideal client profile, but you got to know who your ideal client is.

Now, once you know who your ICP is, what if you wanted to create an email campaign, all you got to do is chat prompt to create a 4 or 5 email sequence that walks through the ideal client profile. The problem you are best positioned to solve, how you solve it, and simply ask Chad to create a 4 or 5 email sequence that you can send out to your prospect list to attract the right people.

Heck, you can even ask Chad to create an irresistible subject line. Webinars. Now that you know your ICP, ask Chat to help you create a webinar outline around topics that you know you could use to teach your top prospects. Chat will literally create a webinar outline for you down to a breakdown of the specific time frame of the entire webinar.

You want to give a talk at a local Sherm chapter. Now that you know who your ICP is, you know the problem. Your best position to serve. Have Chad help you build a public speech. You see, it has never been easier to use marketing to use AI to create marketing that’s going to attract your ideal prospects. This is what we do here at Complete Game Consulting.

Every week, when we pump out the volume of content that we do through LinkedIn, through YouTube, through our emails, through our podcast, you name it, it is all done with the assistance of AI. This is why we are able to grow like we are right now. When we only have four full time employees. It’s because we’re leveraging AI to do a lot of the thinking for us when it comes to our marketing and our content marketing, and you can do the same thing.

There are no more excuses. You can’t put your head in the sand in this anymore. If you’re going to hit your sales goals. Number one, you gotta sell something. You gotta market yourself. But once you know here who your ideal client profile is, you now have literally your world at your fingertips. By using AI to help craft all of the marketing you will ever need to get the right attention, whether that be on social media, webinars, podcasting, emails, public speaking.

I don’t care what it is, this is how you prompt I effectively to create good marketing directed at the right people. Now I do want to share this. I talk about AI. I am more than excited to to talk about a couple other ways. We are using AI right now, and it’s an opportunity that I think that’s going to be presented to you in the not very too distant future.

Number one, we have just completed the finish of my AI clone. Yeah, that’s right. You now have the ability to call or text me 24 seven. Now we are giving our current clients first access to this clone. But this is an opportunity where you can get coaching at four in the morning, 12 in the afternoon, 11:00 at night.

Doesn’t matter when you have an opportunity to literally talk to me whenever you want. Heck, you’re on your way to a proposal when you need my help. Give me a call. We have pumped more than five years of coaching my coaching content into this AI clone. It has more than 3.3 million of my words stored in this thing, and it’s only going to grow because every week we create content, the client, the clones only going to get smarter.

And I am more than excited that our clients are going to get first crack to break this thing, play with this thing, interact with me via text or call. If you are not a client yet, this might be a reason you become a client. This is coaching in your back pocket whenever you want it. So number one, we are using AI to replicate me.

That’s one way AI is going to become very prevalent in this industry. Imagine there will be a day where all of your clients will be able to interact with an AI clone of you or somebody on your team, so they can get access to you whenever they want. And you don’t have to be there. You see, the reason I wanted to do this episode is AI continues to evolve faster, at faster than the speed of light.

And if you’re going to continue putting your head in the sand or saying it’s a fad, just like we did 25 years ago with this thing called social media in the internet, you’re about to get run over, and I don’t want you to be a late adopter to this. This is not a I’m going to see how this goes.

And then I’ll jump in when everybody else is using it. Oh no, this is an opportunity for you to get ahead, because most people in the insurance industry are going to be a late adopter. They’re going to put their head in the sand. Please take my words today to heart and start figuring out how you’re going to leverage AI to grow your business.

If you’re not doing it already, the best place to start is to have it help you create marketing that actually works. And the best way to do that is to have it to build out your ideal client profile, build out your brand persona, feed it to your AI tool, save it, store it, train it so that when you want to create any kind of marketing, it’s already designed to create it for the right people.

Talk about marketing done easy and marketing done right. This stuff is amazing, guys. You got to leverage it. You got to use it to your advantage. This is no longer a nice to have. It is a must have. But the sooner you act, the more you will differentiate yourself against everybody in the market. So that’s my advice for you today.

I hope this episode was helpful. Use AI to grow your book of business by having I help you create marketing that is directed at the right people. Because when you direct marketing at the right people, in the right places, you will attract your best prospects which make your job of selling a heck of a lot easier. And if you want to know how you can get your hands on this Andy AI clone, make sure you send me a message.

Let’s jump on a call. This thing is freaking awesome. We’ve been testing it. I’m actually blown away by how accurate it is. It is me. It is my voice. And it is literally teaching you just like I would. So take it for what you want. I hope you use AI to advance your advantage. I hope you do not become a super late adopter to this thing, because this is what’s going to help you grow your agency without having to hire a lot of people.

And I want to see you on the front end of this innovation. So take it. Run with it. Here we go. It’s time to grow your business. Be good. That’s all we got for this episode of the Accelerate Your Insurance Sales podcast, one of the most valuable things you can do to help us and other new potential listeners find our show is for you to rate the show and leave a review.

So as a special bonus for you, if you leave us a review, take a screenshot of your review and send it to me as a DM to my LinkedIn profile. I will send you a free copy of our LinkedIn Diamond Playbook, our proven four step strategy to grow your business on LinkedIn. So go right now, leave us a review, screenshot it and send me a DM on LinkedIn. Also, please share this podcast with anyone you think would enjoy it. That’s it for now.